About this role
The passionate International Key Account Manager (IKAM) Manual and Automation solutions establishes trustworthy partnerships with our Materials & Commodities customers and ensures their long-term success. The role focuses on the management of assigned customers in order to develop new business and actively seek new opportunities both in manual an automation fields on a global scale. The IKAM is responsible for achieving sales quota and assigned strategic customer objectives. He acts as brand ambassador and represents the entire products and solutions range of Linde to the assigned customers globally; while leading the Customer Development Plan (CDP) and ensuring assigned customers’ needs and expectations are met by the company and its network throughout both manual and automation business units. We offer:
· Establishment and continuous further development of resilient, constructive relationships with all key stake holders / decision-makers for defined key accounts, e.g. global purchase directors, engineering, HSE managers or local plant directors. · Involvement of company personnel including technical support, service and management resources through lateral leadership to meet the account performance objectives, including clarification of the project scope, focus on delivery, technology, deadline and costs to fulfil customers’ expectations. · Continuous pro-active evaluation, clarification and validation of the specific needs and requirements of the responsible accounts as well as development of technical visions with the customer to offer problem solutions. · Central coordination of interfaces / contact persons for all relevant functional areas within the Linde MH organisation (incl. service / administration / management capacities) to realise the planned economic objectives of Linde MH (manual and automation business unit) and meet customer expectations. · Realization of assigned targets for profitable sales volume and strategic objectives in assigned accounts. · Proactive management of a coordinated Customer Development Plan (CDP) for the targeted control of sales activities and identification of the implementation status of important milestones. · Leadership of solution development efforts that best address customer needs (e.g. automation, digitalisation, energy and safety), while coordinating the involvement of all necessary company personnel. · Independent responsibility for international tenders and framework agreements, including preparation, negotiation and implementation, involving all relevant stakeholders on customer and LMH side. · Coordination of multiple customer projects and technical support to actively influence customers projects and future direction in a fast-growing market. · Achieves assigned sales quota in designated strategic accounts. · Achieves strategic customer objectives defined by company management. · Completes strategic Customer Development Plans (CDP) that meet company standards. · Maintains high customer satisfaction ratings that meet company standards. · Completes required training and development objectives within the assigned timeframe.
Tasks and Qualifications: Education · Four-year college degree from an accredited institution Professional knowledge · Broad sales expertise in combination with good technical know-how · Proven key account management know-how (ideal in the solution business environment) · Good business knowledge and pronounced numerical understanding
• Strong Project Management background • Strong knowledge of intralogistics processes · Proficiency in common PC tools, especially MS Office (Word, Excel, PowerPoint, TEAMS) · Field-proven project management know-how Experiences · At least 5 years of sales experience, ideally in B2B and preferably in the material handling industry · Proven project management experience · Experienced in working with customers in different industries (familiar with their structures / processes / contacts) Languages · Fluent in English, both verbally and written · other foreign languages, ideally French and/or German, are an advantage, but not a must Personality · Entrepreneurial thinking and acting · Distinct customer and market orientation (think as a solution provider) · Structured, pro-active and very autonomous way of working and high own demand on the quality of work · Team and network ability (high social competence) · Good communication and negotiation skills · A confident and convincing appearance · Good intercultural understanding · Willingness to travel (approx. 60%)